US Defense Business Development Manager

Aireon deployed the world’s first global space-based air traffic surveillance system, providing real-time aircraft monitoring capabilities around the world, including over the poles, over the oceans and in remote areas.  

Aireon data enables safer, more efficient and more environmentally friendly aviation travel, resulting in significant CO2 emission reductions. More than 20 Air Navigation Service Providers representing more than 40 countries – including NAV CANADA, NATS (UK), Air Traffic and Navigation Services (South Africa), Airports Authority of India (AAI), and ASECNA (Africa) -- rely on Aireon data to navigate aircraft in their airspaces.  

We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success. 

Aireon is seeking a US Defense Business Development Manager to join our fast-paced, growing commercial data services team supporting our emerging aviation data analytics and services business to U.S. Department of Defense (DoD) customers.   

This role will identify business trends, industry challenges, and compliance requirements for applications and data products supporting DoD organizations.  This candidate will contribute to Aireon’s business strategy and assist in building customer and partner relationships in the defense market. The Defense Business Development Lead will leverage their knowledge, experience, and professional relationships in industry to drive tactical and strategic growth.  This candidate should be comfortable working with internal and external stakeholders to develop account plans for key customers and capturing programs.

What You'll Do

• Identify opportunities and engage in relationships to advance Aireon in the defense market
• Assess Aireon's value, competitors, and differentiators in the defense market
• Provide market feedback to product teams to enhance Aireon offerings

Required Qualifications

• Demonstrated success in developing new business opportunities within DoD environments.
• Understand the acquisition, requirements, and budgeting processes of U.S. government customers.
• Ability to develop and maintain an opportunity pipeline that leads to annual revenue generation and growth.
• Work in a cross-functional team environment to develop market engagement strategies, identify key strategic partnerships, and ensure successful capture.
• Build market intelligence relating to market and product strategies.
• Establish, build, and maintain customer relationships.
• Proven ability to collaborate within and across organizational boundaries.
• Ability to identify key growth areas and develop new business aligned with the company's growth strategy.

Desired Qualifications

• Experience implementing strategy and marketing plans to expand technical capabilities.
• Support to marketing efforts through white papers, marketing material, and thought leadership  
• Experience in developing/managing/acquiring Command/Control (C2), Battle Management (BM), or Situational Awareness systems
• Leadership experience working in the aviation & defense market.
• Excellent written and oral communication skills; experience presenting to senior executives.
• Knowledge of Aireon’s products and technology.
• Experience working with geographically diverse teams.
• Estimated travel up to 40% annually as required.

About You

You are a self-starter. Sitting and waiting isn’t an option. You take the initiative to see your ideas in action and an entrepreneurial approach to business development.

You love opportunities to interact with people. Driving the conversation is 1st and 2nd nature to you.  You are poised and engaging with an empathetic communication style based on natural warmth.

You are energetic. You bring energy and motivation to others with influence and enthusiasm, which is the key to achieving your goals at work.

You are collaborative. You're a team player who puts the team's interest above your own. You display a positive attitude, are open, and enjoy contributing to the strategic visions within Aireon.

You understand defense customer objectives.  Supporting DoD users doesn’t just provide a paycheck, you are genuinely interested in Aireon’s technology and the impact that it can have on national security.  While there is a sense of urgency to achieve a business goal, the responsibility to foster strong relationships with the defense community is the most important part of your day.

1-3-6-12 Month Plan

In the first month we’ll expect you to…

• Get onboarded and train with your manager
• Get acclimated into the role
• Understand the tools and different stakeholders
• Understand our internal processes and products, identifying key opportunities, stakeholders, and influencers in the Defense market

At 3 months we’ll expect you to…

• Establish relationships with key initial customers
• Define key strengths of our solution and the value within specific markets
• Identify key weakness of our solution and help formulate mitigations

At 6 months we’ll expect you to…

• Define first year roadmap and engagement playbook
• Establish relationships with stakeholders and key customers
• Identify and establish contact with strategic opportunities
• Initiate a multi-year roadmap and engagement playbook 

At 12 months we’ll expect you to…

• Advance a pipeline of potential opportunities toward new accounts
• Refine multi-year roadmap and engagement playbook 
• Make recommendations to improve internal processes and products

About the Team

• Aireon’s Business Development team is a small, agile, and expanding team within our Sales and Customer Affairs Department
• Team is geographically diverse and has members both onsite and working virtually
• Monthly Sales/BD meetings both virtual and in person
• Weekly contact with manager located at headquarters in McLean, VA

Perks and Benefits

• Premium medical, dental and vision plan

• Life Insurance and AD&D

• Short Term and Long Term Disability

• Health Savings Account (HSA)

• Flexible Spending Accounts (FSA)

• Retirement 401K plan with Employer Matching

• Education Assistance and Tuition Reimbursement

• Paid Time Off, Sick Leave, Floating Holidays

• Paid Parental Leave

• Company Sponsored Events

• Employee Referral Program

Aireon is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, sexual orientation, gender identity or status as a protected veteran. EOE of Minorities/Females/Vets/Disability and other protected categories.